Advanced Negotiation Techniques

ARE YOU A TOP NEGOTIATOR?

“People faced with upcoming negotiations often seek advice. Invariably, many if not most of their questions have a tactical slant: … Should I make the first contact? … Make the first offer? Start high? Concede slowly? Settle the easy issues first? Act conciliatory, though, threatening, or as a joint problem-solver? Arrange for a hard-hearted partner? Look for self-serving rationales or objective principles? …” (from W. Breslin, J. Rubin, Negotiation Theory and Practice)

Good negotiators have a heightened sense of self-awareness. They recognize the biases that we all possess and that too often trap us into making bad decisions as the negotiation progresses. Greater self-awareness can make us better persuaders and more sensitive to manipulative efforts to influence us employed by those with whom we are negotiating. Prof. Fisher will explore two building blocks to successful negotiation: decision-making and persuasion, and go on to lay out a range of strategies to enable both parties to achieve positive results. Often standard bargaining approaches fail and innovative thinking is required. Once made, agreements must be implemented and enforced to succeed. These five skills: – information-gathering, rational decision-making, persuasion, innovation, and implementation – constitute the negotiator’s tool kit. The programme has been designed to equip experienced professionals with tools that allow you to reach agreements that work. After participating on this programme you will gain better results for your organisation, gain confidence in handling difficult situations and enhance your communication and influencing skills. Complex negotiation scenarios which provide a range of competitive and cooperative negotiation strategies are analysed. Whether you’re an experienced executive or and up-and-coming manager – working in the private or public sector – this session will help you shape important deals, negotiate in uncertain environments, improve working relationships, claim (and create) more value, and resolve seemingly intractable disputes. Prof. Fisher will also touch on issues of trust and ethics which we believe to be critically important to building trust among negotiators. The session will be brought to life by cases and simulations.